Looking for advice - handling nurture & maintenance accounts?
Hey all - wondering what other organizations are doing with the leads that get kicked to the SDR team and have no traction after finishing out their initial cadence.
🌵 Sometimes, it seems like it's all quiet on the prospecting front.
*Note - these aren't target accounts, mostly reservoir lists that get delivered to the sales dev team by marketing (aka me haha). We let SDRs own their target accounts forever.
I've seen a few examples of how teams are handling this (my own process included below), but I would love to hear how this community is handling it.
1. Let SDRs own accounts in perpetuity. Help them build nurture campaigns to keep in touch monthly/quarterly (until we get a hard NO or a yes).
2. Kick the accounts to marketing and toss them into a drip campaign for nurturing. If they engage, alert the SDR who owns the lead and have them follow-up (current strategy, kind of a pain in the butt).
3. Let the account sit for a period of time (like ~1 month) and re-assign it to the SDR team (as if it were a brand new account). Usually in batches by company name or industry.
4. Set up some kind of re-targeting campaign (through LinkedIn ads) and let that run its course, then use option 2 or 3.
I'm sure I'm missing other methods! Interested in seeing what everyone else is doing to manage their nurture/maintenance accounts.